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Data Profiling Tools

Eliminate Unwanted Business Data with Data Profiling Tools

A marketing list is an important component in email marketing. Often times, we collect email addresses to execute a campaign. However, that has been a huge headache nowadays as (ESP) Email Service Providers simply assumes you’re a spammer. So before you start a marketing campaign, make sure to have a clean list that is free from duplicates, incorrect and obsolete data.

Here are some of the tools that you can use to eliminate unwanted data on your marketing list.

Clean and Match Data Cleansing and Matching Software Suite by Winpure.

www.winpure.com

www.winpure.com

This software is used for finding, cleaning and removing duplicate records from a list. The good news is, you don’t need to buy it to test it. They offer 21-day free trial for you to test it with your own data.

Related: Customer Profiling: Should you Verify Business Contacts Through Calls?

Atomic List Manager by AtomParks Software.

www.atompark.com

www.atompark.com

They do mass mailing and manage email address list. One of its features is to split and merge lists. It can exclude invalid and duplicate emails at the same time repairs them and checks the validity of “repaired” version. It also purge list of suspicious emails.

Having a good data doesn’t only mean your list doesn’t include any duplicates and incorrect data. It also means that freeing individuals who wish to “unsubscribe”, opt out and don’t want to receive unsolicited product or service information.

The following tools let’s you automate your email marketing but at the same time remove individuals who wishes to unsubscribe or opt out from your mailing list.  

Related: Better Leads? Two Words: Customer Segmentation

Streamsend.

www.streamsend.com

www.streamsend.com

Choose from a variety of solutions that suits your marketing needs and sign up for a free trial.

Mailchimp.

www.mailchimp.com

www.mailchimp.com

An email marketing service who manage subscribers, send out emails and track results of your email marketing campaign.

And here’s more option for you to choose from:

  • Talend’s open source data quality tools are embedded in Talend Open Studio for Data Quality, a popular open source data quality application.
  • Blazent’s 5-step data evolution process begins with data atomization, which breaks down IT data, regardless of its source, to its most granular level.
  • AB Initio provides significant data quality tools as part of a broader suite of products for building, running and integrating enterprise applications.
  • Data Manager is a program which allows you to process and manipulate your data in a easy and logical manner using a graphical interface.
  • Datamartist is a fast, easy to use, visual data profiling and transformation tool. It includes a data profiling tool for analyzing format, types, completeness and value counts.

Get access to advance data profiling technologies and an expert marketing team!

  • DataPreparator is a free software tool designed to assist with common tasks of data preparation(or data preprocessing) in data analysis anddata mining.
  • DQGlobal provides a suite of data quality software including deduplication, data migration, an API with a set of data quality improvement functions, and specific utilities (e.g. formatting addresses).
  • OpenRefine (formerly Google Refine) is a powerful tool for working with messy data: cleaning it; transforming it from one format into another; extending it with web services; and linking it to databases like Freebase.
  • Paxata is an enterprise platform providing the tools to significantly speed up data cleansing, and offers a contemporary solution that employs a big data infrastructure and automated techniques which exploit machine learning methods.

(Source: 10+ Data Quality Tools)

 

Data quality is crucial for the effectiveness of your marketing campaign. It has a direct impact in converting leads to sales. Don’t just automate your email marketing. Try these tools and have a clean data that will help maintain high email deliverables which will help in nurturing leads better.

 

Do you know that 35% of business data becomes obsolete every year?

Ensure accurate business data

and Generate more Targeted & Qualified Leads in Australia!

Dial +61 2 9037 2248

 

 

5 Ways to Fail at B2B Telemarketing and Appointment Setting (Featured Image)
Today we take a look at why a telemarketing and appointment setting strategy can miss its mark and how we can avoid these things from happening to our campaigns.
Top 6 B2B Lead Generation Trends in Australia for 2020 (Featured Image)
Today we take a quick look at B2B lead generation trends in Australia in the run-up to 2020 and how we can take advantage of these trends for optimal growth!
7 Dreadful Cold Calling Mistakes Salespeople Should Avoid (Featured Image)
In this article, we’ll talk about what you can do in order to avoid the common pitfalls of cold calling.
Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands

Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands


CASE STUDY



Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands


THE CLIENT



client-Callbox-Seamlessly-Pivots-Campaign-as-HR-Software-Firm-Rebrands

ABOUT
The Client is the Asia-Pacific arm of a UK-based business services and software company that offers cloud-enabled solutions for recruitment and talent acquisition. The company primarily sells to mid and large-sized US and UK businesses across different industries, and is looking to increase its presence in the APAC market after carrying out a recent business pivot.



TARGET INDUSTRIES
Agriculture, Mining, Construction, Manufacturing, Transportation & Public Utilities, Wholesale and Retail Trade, Finance, Insurance, Real Estate Services, Public Administration


THE CHALLENGE



With over 20 years’ experience providing award-winning recruitment software to the likes of Morgan Stanley, NBC Universal, and other high-profile customers, the Client recently underwent a major strategic pivot. The shift in focus sought to realign the Client’s various offerings in its US, UK, and APAC divisions under a single global identity.

As part of its new business direction, the company also unveiled a new suite of enhanced talent acquisition tools. This move aimed to further strengthen the Client’s position as a key technology partner for modern HR and recruitment teams.

To support its recent refocus and product rollout, the Client planned a series of marketing initiatives designed to:

  • Increase awareness of its new value proposition through live events, especially in markets that still offered room for growth
  • Generate opportunities with companies that show a clear need and fit for the Client’s offerings through targeted marketing campaigns

The plan started out with Southeast Asia as its main priority. The company decided to look for a third-party agency that can help it quickly gain a foothold in all three markets

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Launched a 2-part, APAC-focused campaign that covered database profiling and appointment setting for a UK-based HR software company
• Kept campaign seamlessly on track as Client’s objectives shifted due to ongoing rebranding efforts
• Accelerated Client’s expansion into Singapore, Hong Kong, and Malaysia with qualified sales appointments, profiled contacts and potential accounts

results-Callbox-Seamlessly-Pivots-Campaign-as-HR-Software-Firm-Rebrands

THE CALLBOX SOLUTION



Callbox partnered with the Client and put together a campaign plan jointly with the company. The plan originally consisted of an event marketing phase and an appointment setting phase. The event marketing part of the campaign was intended to boost signups for the Client’s series of webinars scheduled for the second and third quarters.

But the company’s ongoing business pivot meant the campaign requirements could change at any time. Prior to the start of the event marketing phase, the Client decided to prioritize targeted opportunity generation through direct outreach instead of live events.

As a result, both Callbox and the Client agreed to replace event marketing with a thorough database profiling program for the campaign’s first stage. Without altering the campaign timeline or incurring delays, the Callbox team put together a revised campaign plan which the Client reviewed and approved well before the original starting date.

Database-Profiling

1. The Client submitted a list of 300 companies (100 from each target country) for Callbox to profile.

2. Callbox then identified all relevant decision makers (persons in charge of HR, recruitment, and talent acquisition) from each company, using records from Callbox’s in-house database and through desk research.

3. Callbox also provided additional contacts from other organizations that matched the Client’s target customer profile.


Appointment-Setting

1. Callbox carried out integrated appointment setting that combined email and phone calls to connect with and screen prospects for fit and purchase intent.

2. The Callbox team prepared all campaign materials in close collaboration with the Client.

3. During the first month of appointment setting activities, the Client rebranded under a new name and identity. Callbox seamlessly pivoted the whole campaign without any disruptions to the project timeline.


RESULTS



The two-part campaign has already completed the Database Profiling phase and is currently in the second month of the Appointment Setting stage. The profiling activities (which ran for one month) resulted in 565 contacts profiled and 147 potential accounts identified.

The campaign’s appointment setting leg has so far delivered 12 qualified appointments after one month of activities. Most of the appointments were generated near the end of the third week as the initial outreach and lead nurturing efforts done at the start of the program began converting.



Data Profiling Tools

Eliminate Unwanted Business Data with Data Profiling Tools

A marketing list is an important component in email marketing. Often times, we collect email addresses to execute a campaign. However, that has been a huge headache nowadays as (ESP) Email Service Providers simply assumes you’re a spammer. So before you start a marketing campaign, make sure to have a clean list that is free from duplicates, incorrect and obsolete data.

Here are some of the tools that you can use to eliminate unwanted data on your marketing list.

Clean and Match Data Cleansing and Matching Software Suite by Winpure.

www.winpure.com

www.winpure.com

This software is used for finding, cleaning and removing duplicate records from a list. The good news is, you don’t need to buy it to test it. They offer 21-day free trial for you to test it with your own data.

Related: Customer Profiling: Should you Verify Business Contacts Through Calls?

Atomic List Manager by AtomParks Software.

www.atompark.com

www.atompark.com

They do mass mailing and manage email address list. One of its features is to split and merge lists. It can exclude invalid and duplicate emails at the same time repairs them and checks the validity of “repaired” version. It also purge list of suspicious emails.

Having a good data doesn’t only mean your list doesn’t include any duplicates and incorrect data. It also means that freeing individuals who wish to “unsubscribe”, opt out and don’t want to receive unsolicited product or service information.

The following tools let’s you automate your email marketing but at the same time remove individuals who wishes to unsubscribe or opt out from your mailing list.  

Related: Better Leads? Two Words: Customer Segmentation

Streamsend.

www.streamsend.com

www.streamsend.com

Choose from a variety of solutions that suits your marketing needs and sign up for a free trial.

Mailchimp.

www.mailchimp.com

www.mailchimp.com

An email marketing service who manage subscribers, send out emails and track results of your email marketing campaign.

And here’s more option for you to choose from:

  • Talend’s open source data quality tools are embedded in Talend Open Studio for Data Quality, a popular open source data quality application.
  • Blazent’s 5-step data evolution process begins with data atomization, which breaks down IT data, regardless of its source, to its most granular level.
  • AB Initio provides significant data quality tools as part of a broader suite of products for building, running and integrating enterprise applications.
  • Data Manager is a program which allows you to process and manipulate your data in a easy and logical manner using a graphical interface.
  • Datamartist is a fast, easy to use, visual data profiling and transformation tool. It includes a data profiling tool for analyzing format, types, completeness and value counts.

Get access to advance data profiling technologies and an expert marketing team!

  • DataPreparator is a free software tool designed to assist with common tasks of data preparation(or data preprocessing) in data analysis anddata mining.
  • DQGlobal provides a suite of data quality software including deduplication, data migration, an API with a set of data quality improvement functions, and specific utilities (e.g. formatting addresses).
  • OpenRefine (formerly Google Refine) is a powerful tool for working with messy data: cleaning it; transforming it from one format into another; extending it with web services; and linking it to databases like Freebase.
  • Paxata is an enterprise platform providing the tools to significantly speed up data cleansing, and offers a contemporary solution that employs a big data infrastructure and automated techniques which exploit machine learning methods.

(Source: 10+ Data Quality Tools)

 

Data quality is crucial for the effectiveness of your marketing campaign. It has a direct impact in converting leads to sales. Don’t just automate your email marketing. Try these tools and have a clean data that will help maintain high email deliverables which will help in nurturing leads better.

 

Do you know that 35% of business data becomes obsolete every year?

Ensure accurate business data

and Generate more Targeted & Qualified Leads in Australia!

Dial +61 2 9037 2248

 

 

5 Ways to Fail at B2B Telemarketing and Appointment Setting (Featured Image)
Today we take a look at why a telemarketing and appointment setting strategy can miss its mark and how we can avoid these things from happening to our campaigns.
Top 6 B2B Lead Generation Trends in Australia for 2020 (Featured Image)
Today we take a quick look at B2B lead generation trends in Australia in the run-up to 2020 and how we can take advantage of these trends for optimal growth!
7 Dreadful Cold Calling Mistakes Salespeople Should Avoid (Featured Image)
In this article, we’ll talk about what you can do in order to avoid the common pitfalls of cold calling.
Global Media Runs On Accurate Market Data [CASE STUDY]

Global Media Runs On Accurate Market Data


CASE STUDY



Global Media Runs on Accurate Market Data


THE CLIENT



ABOUT
The Client is a global media company providing more than 30,000 marketing programs from the Fortune 50 to emerging start-ups for 17 long years now. Their core services include targeted content, active audiences and innovative capabilities that run via a platform, to assist their clients in engaging with revenue-driven technology marketing programs.

TARGET LOCATION
 Singapore, Philippines, Malaysia, India

TARGET INDUSTRY
 All Industries (Medium to large)


THE CHALLENGE



To profile the data and conduct a survey among the Client’s existing customers.


THE CALLBOX SOLUTION



First Campaign – Data Profiling (2013)

The Client provided Callbox a list of their existing customers to be updated and profiled. The data profiling campaign wasn’t ran generically as merely updating wrong information, but rather implemented based on the Client’s specific process that required further research and data recording to complete the action.

Client’s Process:

  1. To call all the contacts in the list
  2. Verify all the details: name of pic, company name, job title, email address and direct line
  3. In case of “no answer”, the caller will have to look up the phone number for the company’s main switchboard, and attempt to verify the contact’s details; while for contacts who have left the company, the caller must use publicly available sources like Google and LinkedIn
  4. All information gathered shall be saved and sent to Client every 2 days

Note: The caller must not find/replace a contact and email address other than what’s in the list.

First Campaign Result

campaign 1 result

Second Campaign – Data Profiling (2014)

The second campaign worked on profiling more databases but delved more into the sources from which and how the information was verified which required accuracy in call disposals.The Leads were classified as:

  • Profiled by phone
  • Profiled by online sources
  • Employment validated
  • Employment invalidated
  • Unreachable/No updates

Aside from updating and cleansing the list, a step-by-step Question-&-Answer form was to be filled out by the caller in a spreadsheet that will detail how the data verification was done for each call.

Below are just 5 of the 11 questions and possible answers:

  • Did the phone number we provided work? Yes/No (Yes=the phone rang; No=the phone number was invalid or has been disconnected)
  • If yes, Did someone answer the phone? Yes, the lead him/ herself; Yes, someone other than the lead; No, nobody answered the phone)
  • If yes: Were you able to speak to the lead? Yes/No
  • If yes: Did the lead confirm the job profile and contact information we have on file for them? Yes/No
  • Did the lead give you updated information that is reflected in the spreadsheet? Yes/No
Second Campaign Result

campaign 2 result

Third Campaign – Survey, White Paper (2015)

In the third campaign period, both types were divided into four technology segments. Each had a corresponding question:

  • Big Data
    Question: Does the business plan to purchase or upgrade big data technologies in the next 12 months?
  • Cloud Infrastructure
    Question: How does the business deploy server resources in the next 12 months?
  • Desktop Virtualization
    Question: Does the business plan to upgrade or invest in desktop virtualization solutions within the next 12 months?
  • Disaster Recovery/Business Continuity
    Question: Will the business be implementing or undertaking a DR related project in the next 12 months?

Answers to the survey were uploaded via links provided by the Client.

Third Campaign Result

campaign 3 result

The results of all the three concluded campaigns were precedent to the upcoming campaign which the Client will be launching early 2016, with the same Callbox team.

Callbox is customer satisfaction-driven. We translate your business thoughts into ideal opportunities, project plan schemes into materialized tasks, and goals into achieved targets.



Callbox Locks Up the Leads for Giant Insurance Broker [CASE STUDY]

Callbox Locks Up the Leads for Giant Insurance Broker


CASE STUDY



Callbox Locks Up the Leads for Giant
Insurance Broker


THE CLIENT



ABOUT

The Client, based in Singapore, is the largest privately-managed insurance broker in the world with offices in Hong Kong, Beijing, Malaysia, the Philippines, Thailand, and South Korea.


THE CHALLENGE



The Client has an in-house team in Hong Kong which supports its marketing activities in Asia, seeking decision makers of S$20M companies. In order to increase the volume and value of sales, the Client needed to build an intelligent prospecting campaign focused on sales-ready prospects. Since it lacked commercially available data to support this activity, the Client partnered with Callbox to segment its market and create a database of targeted prospects. However, after speaking with a Callbox sales rep, the Client was impressed with the company’s telemarketing capability so it signed up for a three-month Appointment Setting and Database Profiling campaigns.

The objective of this campaign was two-fold:

  • To build a well profiled database of the Client’s prospects in Singapore.
  • To market the Client’s Corporate Risk and Employee Benefit insurance programs.

THE CALLBOX SOLUTION



Callbox set up a telemarketing team for a two-phase campaign: Database Profiling and Appointment Setting. The Client personally selected and trained the agents assigned to the calling campaign and the target decision makers were identified: HR and Finance Managers. Callbox telephoned contacts in the Client’s database to identify companies in Singapore whose indemnity insurance was up for renewal.

Callbox then embarked on an outbound telemarketing campaign to arrange office meetings between qualified prospects and the Client’s outside sales reps. Appointments were qualified based on the Client’s criteria:

  • For Employee Benefit Insurance: prospects must have between 20 and 50 full-time employees.
  • For Corporate Risk Insurance: prospect companies must have a minimum annual revenue of S$20 million.

As the campaign progressed, the Client narrowed down the lead qualification criteria in order to capture larger prospects with near-term requirements. The target size for Corporate Benefit was changed from 50 to 100 full-time employees and for Corporate Risk Insurance, from S$20 million to S$50 million companies. The Client also required that proximity of renewal dates should not be longer than three months from the time of call. Prospects whose renewal dates were longer than three months were profiled and entered into the Client’s database for tracking and future follow-ups.

One challenge encountered during this campaign was frequent cancellation of meetings because the Client did not have enough sales reps to accommodate the growing number of new appointments. To remedy the situation, Callbox prepared weekly schedules of appointments for the Client to review and approve. The Client worked closely with Callbox to provide feedback and updates.


RESULTS



One month into the campaign, Callbox delivered a total of 19 qualified leads and 897 profiled records with one Callbox agent achieving a contact rate of 30%. Surprised with so many leads after just one month, the Client decided to hire two more agents but to restrict the lead qualification even further, going after only the most promising prospects. This generated a total of 26 highly qualified leads and 1,698 profiled records.

Pleased with these results, the Client renewed its contract and expanded its campaign to five seats for six months. By the end of the third month, Callbox was able to profile 12,749 records and deliver 186 highly qualified sales leads. The campaign is currently in progress and the Client plans to use Callbox’s services for other long-term projects.



Callbox Successful Partnership with IT Heavyweight [CASE STUDY]

Callbox: Successful Partnership with IT Heavyweight


CASE STUDY



Callbox: Successful Partnership with
IT Heavyweight


THE CLIENT



ABOUT

The Client is a progressive internet and information technology company whose aim is to provide customers with the best range of products at the most competitive price. They offer domain name registration, web hosting, computer hardware, web design, computer networks and many more products to a large and diverse client base. They have clients from Global Fortune 50 companies to home users each getting the product and support they need to run their businesses. The Client also offers telecom services and SEO (search engine optimization). Their general offices are based in Dublin, Ireland.

For this marketing project, the Client targeted companies in the market for an Enterprise Resource Planning (ERP) system to integrate all data and processes of the organization into a unified system.

The Client engaged the services of Callbox for the duration of 10 months (February to December 2006).


THE CHALLENGE



The Client needed research on companies that had either current or future plans of ERP implementation. ERP system implementation is a complex process. Evaluation of the current company system and the actual tuning or upgrading takes a significant amount of time and depends on the size of the business, the scope of the change and willingness of the customer to take ownership of the project. A small project (e.g., a company of less than 100 staff) may be planned and delivered within 3 months; however, a large, multi-site or multi-country implementation may take years. Due to the complexity involved in the implementation, ERP is, without a doubt, expensive.

While the benefits it provides to a particular business, especially large scale ones, spark interest in improving or changing their current system, it is the length of time involved that often discourages companies from proceeding with ERP implementation, and this is the most common reason for the Client’s lost sales.

The Client therefore needed their current as well as prospect companies to understand that despite the fact that it is costly and involves a certain length of time, the benefits and advantages from the system will do much for their business in the medium and long term. With Callbox, the Client needed to generate and maintain the loyalty of existing customers but more importantly, find new ones.

The Client needed to identify companies that needed any of the following:

  1. upgrading
  2. systems performance tuning
  3. entire change of current software system

THE CALLBOX SOLUTION



Callbox’s team went to work:

1. Profiled prospects for Client’s software services, specifically ERP

Significant business intelligence was gathered via phone research. After discussing the goals of the campaign and obtaining a list of prospects or existing clients, this list was surveyed using questions developed jointly by the Client and Callbox’s experienced researchers. Responses were then analyzed and presented along with the raw data.

2. Implemented a lead generation program, including:

  • Cold calling companies that needed upgrading, systems performance tuning or entire system overhaul.
  • Callbox agents adeptly setting phone or office appointments with C-Level executives, accounting managers, IT managers, and controllers assuring Client of a steady stream of business opportunities.
  • Providing Client with PipelineCRM, a private online customer relationship management calendar including lead tracking and sales pipeline

RESULTS



For the 10-month duration of the campaign, the Callbox team generated a total of 456 leads for the Client.

The Client expressed satisfaction with Callbox by deciding to continue the campaigns after a one quarter break to digest their full pipeline.



Quantifying Lead Generation Success for World Class Data Solutions Provider [CASE STUDY]

Quantifying Lead Generation Success for World-Class Data Solutions Provider


CASE STUDY



Quantifying Lead Generation Success
for World-Class Data Solutions Provider


THE CLIENT



ABOUT

The Client is a global leader in data backup, data recovery, and archiving solutions. Based in Singapore, it provides expert advice and integrated solutions for reliable and cost-effective data storage management to customers worldwide.


THE CHALLENGE



The Client hired a lead generation provider but needed additional support for other marketing initiatives. It looked for a reliable telemarketing partner with significant regional experience and resources in order to:

  • Cold call to invite participants to its open house events in Australia
  • Profile its database and generate market feedback to improve its sales lead generation campaign

After searching and comparing several service providers found on the internet, the Client was impressed by Callbox’s track record in B2B lead generation and immediately penned a deal.


THE CALLBOX SOLUTION



Callbox set up an outbound telemarketing team to initiate a call-to-invite campaign to be followed by a lead generation/client profiling campaign.

Callbox initiated a cold calling campaign to invite and sign up participants to four open house events hosted by the Client in Brisbane, Sydney, Melbourne, and Canberra. The events were organized to educate prospects and resellers in data protection solutions. The Client provided a database of 14,000 target prospects consisting of IT Managers in New Zealand and Australia.

The campaign kicked off in October 2011 after email invitations were sent. Callbox provided weekly reports enabling the Client to make attendance projections and ensure good turnout.


After the success of its call-to-invite campaign, Callbox set up a telemarketing campaign to distribute free eBooks on next-generation data protection and best practices in information management. These contact opportunities were used to profile prospects, generate feedback, and gather market intelligence. The data obtained from this campaign would be used by the client to identify key prospects and opportunities which would be crucial in executing effective sales and marketing operations.

Throughout the campaign, Callbox made several attempts to reach actual decision makers, which presented some challenge because operators were trained to block repeat calls. In this situation, there is no substitute for experience, and Callbox’s eight-year track record in B2B telemarketing was a key to the ultimate success of the team.


RESULTS



Callbox identified 165 qualified leads which far exceeded the Client’s expectations month after month. The events attracted a strong turnout which gave the Client excellent marketing opportunities and proved to be an effective market entry point.

All prospects in the Client’s database were contacted and profiled resulting in a comprehensive database of sales-qualified leads which became an excellent platform for selling at senior level. With an optimized database, the Client’s salespeople were able to concentrate on the most profitable engagements and prioritize opportunities likely to be most productive.



IT Firm Uses Callbox to Divide and Conquer Market [CASE STUDY]

IT Firm Uses Callbox to Divide and Conquer Market


CASE STUDY



IT Firm Uses Callbox to Divide and
Conquer Market


THE CLIENT



ABOUT

The Client is a renowned IT consulting firm based in the US. It provides IT solutionsused by well-known commercial organizations and government institutions to improve operational efficiency and reduce telecom costs.


THE CHALLENGE



The Client hired a North American telemarketing firm to promoteits products.While the telemarketing companywas able to deliver good numbers,the Client recognized that much of its time was spent meeting and dealing with people who were not ready to engage or ultimately unqualified.

To make best use of its in-house resources, the Client sawthe need to refine its appointment setting process by segmenting its market and creating definitive profiles of its potential customers. The Client’s main objectives were:

  1. To identify more narrowly defined potentialcustomers and how to best reach them.
  2. To allocate more accurately its sales resourcesto meeting sales-qualified prospects.

THE CALLBOX SOLUTION



The Client signed up with Callbox for a profiling campaign aimed at gathering information on the Client’s market. With the Client’s help, Callbox outlined a set of survey questions designed to evaluate each company’s communications set-up and existing voice and data contracts. Callbox then used this data to map the expiration dates of contracts and identify prospects with near-term requirement for a new voice and data provider.

While Callbox did not engage in actual selling,it gathered valuable insights to help the Client delve deeper into its market, focus on the right people, and determine the best time to follow up and set appointments with qualified sales leads. Callbox segmented prospects taking into account their location relative to the purchase decision process, budget, purchase history, and urgency of need.The Client worked closely with Callbox throughout the campaign, being particularly conscientious in following up leads on time.


RESULTS



The success of this campaign is best shown by the Client’s decision to re-sign with Callbox for an extension of the campaign period. Additionally, the Client included three additional states to its target market resulting in increased sales activity. Using the data generated from this campaign, the Client defined the best approach and the most relevant message for each prospect in each segment. This significantly reduced the number of wasted calls, increased efficiency, and improved overall sales output.



Callbox Providing Sales Support to One of the Largest Business Software Companies [CASE STUDY]

Callbox: Providing Sales Support to One of the Largest Business Software Companies


CASE STUDY



Callbox: Providing Sales Support to One of the Largest Business Software Companies


THE CLIENT



ABOUT

The Client is the world’s third largest business software company. It has branches in over 30 countries and offers a full range of enterprise business software including:

  • Customer relationship management
  • Enterprise asset management
  • Enterprise resource planning
  • Financial management
  • Human capital management
  • Performance management
  • Product lifecycle management
  • Supplier relationship management
  • Supply chain management, including business specific inventory management, transportation logistics and warehouse management software

The Client’s goal is to provide the best software experience and a lower total cost of ownership for their customers. To meet customers’ long-term needs, they provide an evolutionary path to support continuing business and technology innovation.


THE CHALLENGE



The Client didn’t have the in-house expertise to run a lead generation and lead management campaign, nor did they have the database tools to support one. To achieve their objectives, they needed a partner to develop and execute a comprehensive lead generation, qualification and appointment-setting program to capture greater market share for their business software solutions. While the company had a dominant market share in the industry, it lacked the support for their sales people to handle leads and prospect profiling.

With the rapidly increasing number of individuals from various companies across all industries downloading information from the Client’s website, it was crucial for them to:

  • profile and qualify all individuals using their website;
  • strengthen their sales force capabilities in handling the profiling and qualification

Calls had to be made across the Asia Pacific Region to verify the records of individuals and companies that downloaded files from the Client’s website. Qualification was necessary, as the Client wanted to ensure that their website visitors/prospects could be considered warm leads before their sales team pursued them. Aside from verification and qualification, the Client also needed a support team to call and invite prospects and customers to various company-sponsored events throughout Asia.


THE CALLBOX SOLUTION



The Client teamed up with Callbox to carry out:

Lead Generation through outbound cold calling to generate leads and appointments for the Client’s sales force.

The Client’s target market consisted of decision makers who were looking for business-specific solutions to address their challenges and produce tangible results. Callbox’s sales force used cold calling to identify and qualify prospects for the Client. Qualifying questions determined:

  • Determine whether the prospects wanted to evaluate a new software solution.
  • Determine business pains and/or areas of interest to find a fit between prospects’ needs and Client’s solution offerings.
  • Identify the type of software prospects were using and for how long they’ve been using it.
  • Find out if prospects would be interested if presented with a new solution.

Callbox executed the cold-calling campaign using the list of target contacts provided by the Client. Agents who were assigned to this campaign used a customized spreadsheet to keep track of all call results. Calls were categorized as lead completed, not interested, competitor, invalid, duplicate, no action needed, etc., and were assigned to each respective column on the spreadsheet for easy reporting and evaluation. Leads generated from the calling campaign were posted on the PipelineCRM to be reviewed by the Client and feedbacks were discussed. Callbox provided daily and monthly reports on pipeline activity and campaign status.


Profiling and updating the client’s prospect data base with up-to-date business and contact information

The Client provided Callbox with their list of prospects and clients. The Callbox Team verified and updated all possible contact information by phone, including email addresses.


Callbox provided total sales and marketing support by carrying out several call-to-invite campaigns, inviting the Client’s customers and prospects to attend company-sponsored events in the Philippines, Indonesia, Malaysia and Singapore. The Callbox Team then followed up every call with an email. Aside from company-sponsored events, the Client also held webinars. Callbox callers invited guests to these webinars and also confirmed attendance for the Client.


Online, web-based reporting across all aspects of the project, its progress, and statistics which included lead distribution and appointments set.

The Callbox solution provided the Client with a steady, predictable flow of qualified sales opportunities as well as a systematic methodology for tracking every opportunity and evaluating sales force effectiveness.

The Client has a very accurate and predictable sales pipeline. By the time the prospect was ready to truly engage with them, they already had complete information about their prospects and their companies.


RESULTS



While Callbox makes no promises when running a campaign and just simply addresses the need of the Client’s business by giving them the power to scale up their business potentials to boost sales numbers, the Client on the other hand, deserves commendation for going down the humble road and seeking help with their marketing requirements from an industry colleague. An unusual, profound business collaboration and teamwork between marketing rivals resulted to stellar business success.

Backed by Callbox’s own PipelineCRM, the Client enjoyed easy tracking and monitoring of all leads. The Client was also able to consistently improve service offerings through call recordings made available by Callbox.

Since then, the Client has been renewing on a month-to-month basis with new campaigns — lead generation, call-to-invite and profiling for different types of products. Pleased with the overall performance of Callbox, the Client provides sales training for the team, conducted at the start of every campaign. The smooth integration of sales and marketing with disciplined lead management resulted in increased sales and also provided total control over the customer acquisition process.



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Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands

Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands


CASE STUDY



Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands


THE CLIENT



client-Callbox-Seamlessly-Pivots-Campaign-as-HR-Software-Firm-Rebrands

ABOUT
The Client is the Asia-Pacific arm of a UK-based business services and software company that offers cloud-enabled solutions for recruitment and talent acquisition. The company primarily sells to mid and large-sized US and UK businesses across different industries, and is looking to increase its presence in the APAC market after carrying out a recent business pivot.



TARGET INDUSTRIES
Agriculture, Mining, Construction, Manufacturing, Transportation & Public Utilities, Wholesale and Retail Trade, Finance, Insurance, Real Estate Services, Public Administration


THE CHALLENGE



With over 20 years’ experience providing award-winning recruitment software to the likes of Morgan Stanley, NBC Universal, and other high-profile customers, the Client recently underwent a major strategic pivot. The shift in focus sought to realign the Client’s various offerings in its US, UK, and APAC divisions under a single global identity.

As part of its new business direction, the company also unveiled a new suite of enhanced talent acquisition tools. This move aimed to further strengthen the Client’s position as a key technology partner for modern HR and recruitment teams.

To support its recent refocus and product rollout, the Client planned a series of marketing initiatives designed to:

  • Increase awareness of its new value proposition through live events, especially in markets that still offered room for growth
  • Generate opportunities with companies that show a clear need and fit for the Client’s offerings through targeted marketing campaigns

The plan started out with Southeast Asia as its main priority. The company decided to look for a third-party agency that can help it quickly gain a foothold in all three markets

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Launched a 2-part, APAC-focused campaign that covered database profiling and appointment setting for a UK-based HR software company
• Kept campaign seamlessly on track as Client’s objectives shifted due to ongoing rebranding efforts
• Accelerated Client’s expansion into Singapore, Hong Kong, and Malaysia with qualified sales appointments, profiled contacts and potential accounts

results-Callbox-Seamlessly-Pivots-Campaign-as-HR-Software-Firm-Rebrands

THE CALLBOX SOLUTION



Callbox partnered with the Client and put together a campaign plan jointly with the company. The plan originally consisted of an event marketing phase and an appointment setting phase. The event marketing part of the campaign was intended to boost signups for the Client’s series of webinars scheduled for the second and third quarters.

But the company’s ongoing business pivot meant the campaign requirements could change at any time. Prior to the start of the event marketing phase, the Client decided to prioritize targeted opportunity generation through direct outreach instead of live events.

As a result, both Callbox and the Client agreed to replace event marketing with a thorough database profiling program for the campaign’s first stage. Without altering the campaign timeline or incurring delays, the Callbox team put together a revised campaign plan which the Client reviewed and approved well before the original starting date.

Database-Profiling

1. The Client submitted a list of 300 companies (100 from each target country) for Callbox to profile.

2. Callbox then identified all relevant decision makers (persons in charge of HR, recruitment, and talent acquisition) from each company, using records from Callbox’s in-house database and through desk research.

3. Callbox also provided additional contacts from other organizations that matched the Client’s target customer profile.


Appointment-Setting

1. Callbox carried out integrated appointment setting that combined email and phone calls to connect with and screen prospects for fit and purchase intent.

2. The Callbox team prepared all campaign materials in close collaboration with the Client.

3. During the first month of appointment setting activities, the Client rebranded under a new name and identity. Callbox seamlessly pivoted the whole campaign without any disruptions to the project timeline.


RESULTS



The two-part campaign has already completed the Database Profiling phase and is currently in the second month of the Appointment Setting stage. The profiling activities (which ran for one month) resulted in 565 contacts profiled and 147 potential accounts identified.

The campaign’s appointment setting leg has so far delivered 12 qualified appointments after one month of activities. Most of the appointments were generated near the end of the third week as the initial outreach and lead nurturing efforts done at the start of the program began converting.



Global Media Runs On Accurate Market Data [CASE STUDY]

Global Media Runs On Accurate Market Data


CASE STUDY



Global Media Runs on Accurate Market Data


THE CLIENT



ABOUT
The Client is a global media company providing more than 30,000 marketing programs from the Fortune 50 to emerging start-ups for 17 long years now. Their core services include targeted content, active audiences and innovative capabilities that run via a platform, to assist their clients in engaging with revenue-driven technology marketing programs.

TARGET LOCATION
 Singapore, Philippines, Malaysia, India

TARGET INDUSTRY
 All Industries (Medium to large)


THE CHALLENGE



To profile the data and conduct a survey among the Client’s existing customers.


THE CALLBOX SOLUTION



First Campaign – Data Profiling (2013)

The Client provided Callbox a list of their existing customers to be updated and profiled. The data profiling campaign wasn’t ran generically as merely updating wrong information, but rather implemented based on the Client’s specific process that required further research and data recording to complete the action.

Client’s Process:

  1. To call all the contacts in the list
  2. Verify all the details: name of pic, company name, job title, email address and direct line
  3. In case of “no answer”, the caller will have to look up the phone number for the company’s main switchboard, and attempt to verify the contact’s details; while for contacts who have left the company, the caller must use publicly available sources like Google and LinkedIn
  4. All information gathered shall be saved and sent to Client every 2 days

Note: The caller must not find/replace a contact and email address other than what’s in the list.

First Campaign Result

campaign 1 result

Second Campaign – Data Profiling (2014)

The second campaign worked on profiling more databases but delved more into the sources from which and how the information was verified which required accuracy in call disposals.The Leads were classified as:

  • Profiled by phone
  • Profiled by online sources
  • Employment validated
  • Employment invalidated
  • Unreachable/No updates

Aside from updating and cleansing the list, a step-by-step Question-&-Answer form was to be filled out by the caller in a spreadsheet that will detail how the data verification was done for each call.

Below are just 5 of the 11 questions and possible answers:

  • Did the phone number we provided work? Yes/No (Yes=the phone rang; No=the phone number was invalid or has been disconnected)
  • If yes, Did someone answer the phone? Yes, the lead him/ herself; Yes, someone other than the lead; No, nobody answered the phone)
  • If yes: Were you able to speak to the lead? Yes/No
  • If yes: Did the lead confirm the job profile and contact information we have on file for them? Yes/No
  • Did the lead give you updated information that is reflected in the spreadsheet? Yes/No
Second Campaign Result

campaign 2 result

Third Campaign – Survey, White Paper (2015)

In the third campaign period, both types were divided into four technology segments. Each had a corresponding question:

  • Big Data
    Question: Does the business plan to purchase or upgrade big data technologies in the next 12 months?
  • Cloud Infrastructure
    Question: How does the business deploy server resources in the next 12 months?
  • Desktop Virtualization
    Question: Does the business plan to upgrade or invest in desktop virtualization solutions within the next 12 months?
  • Disaster Recovery/Business Continuity
    Question: Will the business be implementing or undertaking a DR related project in the next 12 months?

Answers to the survey were uploaded via links provided by the Client.

Third Campaign Result

campaign 3 result

The results of all the three concluded campaigns were precedent to the upcoming campaign which the Client will be launching early 2016, with the same Callbox team.

Callbox is customer satisfaction-driven. We translate your business thoughts into ideal opportunities, project plan schemes into materialized tasks, and goals into achieved targets.



Callbox Locks Up the Leads for Giant Insurance Broker [CASE STUDY]

Callbox Locks Up the Leads for Giant Insurance Broker


CASE STUDY



Callbox Locks Up the Leads for Giant
Insurance Broker


THE CLIENT



ABOUT

The Client, based in Singapore, is the largest privately-managed insurance broker in the world with offices in Hong Kong, Beijing, Malaysia, the Philippines, Thailand, and South Korea.


THE CHALLENGE



The Client has an in-house team in Hong Kong which supports its marketing activities in Asia, seeking decision makers of S$20M companies. In order to increase the volume and value of sales, the Client needed to build an intelligent prospecting campaign focused on sales-ready prospects. Since it lacked commercially available data to support this activity, the Client partnered with Callbox to segment its market and create a database of targeted prospects. However, after speaking with a Callbox sales rep, the Client was impressed with the company’s telemarketing capability so it signed up for a three-month Appointment Setting and Database Profiling campaigns.

The objective of this campaign was two-fold:

  • To build a well profiled database of the Client’s prospects in Singapore.
  • To market the Client’s Corporate Risk and Employee Benefit insurance programs.

THE CALLBOX SOLUTION



Callbox set up a telemarketing team for a two-phase campaign: Database Profiling and Appointment Setting. The Client personally selected and trained the agents assigned to the calling campaign and the target decision makers were identified: HR and Finance Managers. Callbox telephoned contacts in the Client’s database to identify companies in Singapore whose indemnity insurance was up for renewal.

Callbox then embarked on an outbound telemarketing campaign to arrange office meetings between qualified prospects and the Client’s outside sales reps. Appointments were qualified based on the Client’s criteria:

  • For Employee Benefit Insurance: prospects must have between 20 and 50 full-time employees.
  • For Corporate Risk Insurance: prospect companies must have a minimum annual revenue of S$20 million.

As the campaign progressed, the Client narrowed down the lead qualification criteria in order to capture larger prospects with near-term requirements. The target size for Corporate Benefit was changed from 50 to 100 full-time employees and for Corporate Risk Insurance, from S$20 million to S$50 million companies. The Client also required that proximity of renewal dates should not be longer than three months from the time of call. Prospects whose renewal dates were longer than three months were profiled and entered into the Client’s database for tracking and future follow-ups.

One challenge encountered during this campaign was frequent cancellation of meetings because the Client did not have enough sales reps to accommodate the growing number of new appointments. To remedy the situation, Callbox prepared weekly schedules of appointments for the Client to review and approve. The Client worked closely with Callbox to provide feedback and updates.


RESULTS



One month into the campaign, Callbox delivered a total of 19 qualified leads and 897 profiled records with one Callbox agent achieving a contact rate of 30%. Surprised with so many leads after just one month, the Client decided to hire two more agents but to restrict the lead qualification even further, going after only the most promising prospects. This generated a total of 26 highly qualified leads and 1,698 profiled records.

Pleased with these results, the Client renewed its contract and expanded its campaign to five seats for six months. By the end of the third month, Callbox was able to profile 12,749 records and deliver 186 highly qualified sales leads. The campaign is currently in progress and the Client plans to use Callbox’s services for other long-term projects.



Callbox Successful Partnership with IT Heavyweight [CASE STUDY]

Callbox: Successful Partnership with IT Heavyweight


CASE STUDY



Callbox: Successful Partnership with
IT Heavyweight


THE CLIENT



ABOUT

The Client is a progressive internet and information technology company whose aim is to provide customers with the best range of products at the most competitive price. They offer domain name registration, web hosting, computer hardware, web design, computer networks and many more products to a large and diverse client base. They have clients from Global Fortune 50 companies to home users each getting the product and support they need to run their businesses. The Client also offers telecom services and SEO (search engine optimization). Their general offices are based in Dublin, Ireland.

For this marketing project, the Client targeted companies in the market for an Enterprise Resource Planning (ERP) system to integrate all data and processes of the organization into a unified system.

The Client engaged the services of Callbox for the duration of 10 months (February to December 2006).


THE CHALLENGE



The Client needed research on companies that had either current or future plans of ERP implementation. ERP system implementation is a complex process. Evaluation of the current company system and the actual tuning or upgrading takes a significant amount of time and depends on the size of the business, the scope of the change and willingness of the customer to take ownership of the project. A small project (e.g., a company of less than 100 staff) may be planned and delivered within 3 months; however, a large, multi-site or multi-country implementation may take years. Due to the complexity involved in the implementation, ERP is, without a doubt, expensive.

While the benefits it provides to a particular business, especially large scale ones, spark interest in improving or changing their current system, it is the length of time involved that often discourages companies from proceeding with ERP implementation, and this is the most common reason for the Client’s lost sales.

The Client therefore needed their current as well as prospect companies to understand that despite the fact that it is costly and involves a certain length of time, the benefits and advantages from the system will do much for their business in the medium and long term. With Callbox, the Client needed to generate and maintain the loyalty of existing customers but more importantly, find new ones.

The Client needed to identify companies that needed any of the following:

  1. upgrading
  2. systems performance tuning
  3. entire change of current software system

THE CALLBOX SOLUTION



Callbox’s team went to work:

1. Profiled prospects for Client’s software services, specifically ERP

Significant business intelligence was gathered via phone research. After discussing the goals of the campaign and obtaining a list of prospects or existing clients, this list was surveyed using questions developed jointly by the Client and Callbox’s experienced researchers. Responses were then analyzed and presented along with the raw data.

2. Implemented a lead generation program, including:

  • Cold calling companies that needed upgrading, systems performance tuning or entire system overhaul.
  • Callbox agents adeptly setting phone or office appointments with C-Level executives, accounting managers, IT managers, and controllers assuring Client of a steady stream of business opportunities.
  • Providing Client with PipelineCRM, a private online customer relationship management calendar including lead tracking and sales pipeline

RESULTS



For the 10-month duration of the campaign, the Callbox team generated a total of 456 leads for the Client.

The Client expressed satisfaction with Callbox by deciding to continue the campaigns after a one quarter break to digest their full pipeline.



Quantifying Lead Generation Success for World Class Data Solutions Provider [CASE STUDY]

Quantifying Lead Generation Success for World-Class Data Solutions Provider


CASE STUDY



Quantifying Lead Generation Success
for World-Class Data Solutions Provider


THE CLIENT



ABOUT

The Client is a global leader in data backup, data recovery, and archiving solutions. Based in Singapore, it provides expert advice and integrated solutions for reliable and cost-effective data storage management to customers worldwide.


THE CHALLENGE



The Client hired a lead generation provider but needed additional support for other marketing initiatives. It looked for a reliable telemarketing partner with significant regional experience and resources in order to:

  • Cold call to invite participants to its open house events in Australia
  • Profile its database and generate market feedback to improve its sales lead generation campaign

After searching and comparing several service providers found on the internet, the Client was impressed by Callbox’s track record in B2B lead generation and immediately penned a deal.


THE CALLBOX SOLUTION



Callbox set up an outbound telemarketing team to initiate a call-to-invite campaign to be followed by a lead generation/client profiling campaign.

Callbox initiated a cold calling campaign to invite and sign up participants to four open house events hosted by the Client in Brisbane, Sydney, Melbourne, and Canberra. The events were organized to educate prospects and resellers in data protection solutions. The Client provided a database of 14,000 target prospects consisting of IT Managers in New Zealand and Australia.

The campaign kicked off in October 2011 after email invitations were sent. Callbox provided weekly reports enabling the Client to make attendance projections and ensure good turnout.


After the success of its call-to-invite campaign, Callbox set up a telemarketing campaign to distribute free eBooks on next-generation data protection and best practices in information management. These contact opportunities were used to profile prospects, generate feedback, and gather market intelligence. The data obtained from this campaign would be used by the client to identify key prospects and opportunities which would be crucial in executing effective sales and marketing operations.

Throughout the campaign, Callbox made several attempts to reach actual decision makers, which presented some challenge because operators were trained to block repeat calls. In this situation, there is no substitute for experience, and Callbox’s eight-year track record in B2B telemarketing was a key to the ultimate success of the team.


RESULTS



Callbox identified 165 qualified leads which far exceeded the Client’s expectations month after month. The events attracted a strong turnout which gave the Client excellent marketing opportunities and proved to be an effective market entry point.

All prospects in the Client’s database were contacted and profiled resulting in a comprehensive database of sales-qualified leads which became an excellent platform for selling at senior level. With an optimized database, the Client’s salespeople were able to concentrate on the most profitable engagements and prioritize opportunities likely to be most productive.



IT Firm Uses Callbox to Divide and Conquer Market [CASE STUDY]

IT Firm Uses Callbox to Divide and Conquer Market


CASE STUDY



IT Firm Uses Callbox to Divide and
Conquer Market


THE CLIENT



ABOUT

The Client is a renowned IT consulting firm based in the US. It provides IT solutionsused by well-known commercial organizations and government institutions to improve operational efficiency and reduce telecom costs.


THE CHALLENGE



The Client hired a North American telemarketing firm to promoteits products.While the telemarketing companywas able to deliver good numbers,the Client recognized that much of its time was spent meeting and dealing with people who were not ready to engage or ultimately unqualified.

To make best use of its in-house resources, the Client sawthe need to refine its appointment setting process by segmenting its market and creating definitive profiles of its potential customers. The Client’s main objectives were:

  1. To identify more narrowly defined potentialcustomers and how to best reach them.
  2. To allocate more accurately its sales resourcesto meeting sales-qualified prospects.

THE CALLBOX SOLUTION



The Client signed up with Callbox for a profiling campaign aimed at gathering information on the Client’s market. With the Client’s help, Callbox outlined a set of survey questions designed to evaluate each company’s communications set-up and existing voice and data contracts. Callbox then used this data to map the expiration dates of contracts and identify prospects with near-term requirement for a new voice and data provider.

While Callbox did not engage in actual selling,it gathered valuable insights to help the Client delve deeper into its market, focus on the right people, and determine the best time to follow up and set appointments with qualified sales leads. Callbox segmented prospects taking into account their location relative to the purchase decision process, budget, purchase history, and urgency of need.The Client worked closely with Callbox throughout the campaign, being particularly conscientious in following up leads on time.


RESULTS



The success of this campaign is best shown by the Client’s decision to re-sign with Callbox for an extension of the campaign period. Additionally, the Client included three additional states to its target market resulting in increased sales activity. Using the data generated from this campaign, the Client defined the best approach and the most relevant message for each prospect in each segment. This significantly reduced the number of wasted calls, increased efficiency, and improved overall sales output.



Callbox Providing Sales Support to One of the Largest Business Software Companies [CASE STUDY]

Callbox: Providing Sales Support to One of the Largest Business Software Companies


CASE STUDY



Callbox: Providing Sales Support to One of the Largest Business Software Companies


THE CLIENT



ABOUT

The Client is the world’s third largest business software company. It has branches in over 30 countries and offers a full range of enterprise business software including:

  • Customer relationship management
  • Enterprise asset management
  • Enterprise resource planning
  • Financial management
  • Human capital management
  • Performance management
  • Product lifecycle management
  • Supplier relationship management
  • Supply chain management, including business specific inventory management, transportation logistics and warehouse management software

The Client’s goal is to provide the best software experience and a lower total cost of ownership for their customers. To meet customers’ long-term needs, they provide an evolutionary path to support continuing business and technology innovation.


THE CHALLENGE



The Client didn’t have the in-house expertise to run a lead generation and lead management campaign, nor did they have the database tools to support one. To achieve their objectives, they needed a partner to develop and execute a comprehensive lead generation, qualification and appointment-setting program to capture greater market share for their business software solutions. While the company had a dominant market share in the industry, it lacked the support for their sales people to handle leads and prospect profiling.

With the rapidly increasing number of individuals from various companies across all industries downloading information from the Client’s website, it was crucial for them to:

  • profile and qualify all individuals using their website;
  • strengthen their sales force capabilities in handling the profiling and qualification

Calls had to be made across the Asia Pacific Region to verify the records of individuals and companies that downloaded files from the Client’s website. Qualification was necessary, as the Client wanted to ensure that their website visitors/prospects could be considered warm leads before their sales team pursued them. Aside from verification and qualification, the Client also needed a support team to call and invite prospects and customers to various company-sponsored events throughout Asia.


THE CALLBOX SOLUTION



The Client teamed up with Callbox to carry out:

Lead Generation through outbound cold calling to generate leads and appointments for the Client’s sales force.

The Client’s target market consisted of decision makers who were looking for business-specific solutions to address their challenges and produce tangible results. Callbox’s sales force used cold calling to identify and qualify prospects for the Client. Qualifying questions determined:

  • Determine whether the prospects wanted to evaluate a new software solution.
  • Determine business pains and/or areas of interest to find a fit between prospects’ needs and Client’s solution offerings.
  • Identify the type of software prospects were using and for how long they’ve been using it.
  • Find out if prospects would be interested if presented with a new solution.

Callbox executed the cold-calling campaign using the list of target contacts provided by the Client. Agents who were assigned to this campaign used a customized spreadsheet to keep track of all call results. Calls were categorized as lead completed, not interested, competitor, invalid, duplicate, no action needed, etc., and were assigned to each respective column on the spreadsheet for easy reporting and evaluation. Leads generated from the calling campaign were posted on the PipelineCRM to be reviewed by the Client and feedbacks were discussed. Callbox provided daily and monthly reports on pipeline activity and campaign status.


Profiling and updating the client’s prospect data base with up-to-date business and contact information

The Client provided Callbox with their list of prospects and clients. The Callbox Team verified and updated all possible contact information by phone, including email addresses.


Callbox provided total sales and marketing support by carrying out several call-to-invite campaigns, inviting the Client’s customers and prospects to attend company-sponsored events in the Philippines, Indonesia, Malaysia and Singapore. The Callbox Team then followed up every call with an email. Aside from company-sponsored events, the Client also held webinars. Callbox callers invited guests to these webinars and also confirmed attendance for the Client.


Online, web-based reporting across all aspects of the project, its progress, and statistics which included lead distribution and appointments set.

The Callbox solution provided the Client with a steady, predictable flow of qualified sales opportunities as well as a systematic methodology for tracking every opportunity and evaluating sales force effectiveness.

The Client has a very accurate and predictable sales pipeline. By the time the prospect was ready to truly engage with them, they already had complete information about their prospects and their companies.


RESULTS



While Callbox makes no promises when running a campaign and just simply addresses the need of the Client’s business by giving them the power to scale up their business potentials to boost sales numbers, the Client on the other hand, deserves commendation for going down the humble road and seeking help with their marketing requirements from an industry colleague. An unusual, profound business collaboration and teamwork between marketing rivals resulted to stellar business success.

Backed by Callbox’s own PipelineCRM, the Client enjoyed easy tracking and monitoring of all leads. The Client was also able to consistently improve service offerings through call recordings made available by Callbox.

Since then, the Client has been renewing on a month-to-month basis with new campaigns — lead generation, call-to-invite and profiling for different types of products. Pleased with the overall performance of Callbox, the Client provides sales training for the team, conducted at the start of every campaign. The smooth integration of sales and marketing with disciplined lead management resulted in increased sales and also provided total control over the customer acquisition process.